Last week I was asked to comment on a query from a new sales manger who wanted to know how best to establish himself as a leader when moving into his new role. I recently wrote a post of ‘leadership vs. management’, but his question prompted me to respond more specifically with respect to a […]
In both our personal and business lives, the decisions we make today are largely the result of past experiences, relationships and the values that were ingrained in us as we developed. Good or bad, our past will have an impact on our future and all too often restrict the decisions we make and limit our […]
In this 3 minute video John Smibert talks with Wayne Moloney about the meaning of the word ‘Waste’ as it applies the ‘Lean Selling’ model. Wayne explains that there is significant waste in most sales organisation. Recent research indicates that salespeople spend 60% of their time on non-selling activities. He suggests that the sales process […]
There is a quote in business that has been attributed to many people over the years…“Nothing happens until someone sells something” But from a sales perspective, the reality is.. “Nothing happens until you generate a lead!” And this is just the start of the sales process and in turn, lead management process. Leads are the […]
In the 1992 film, Glengarry Glen Ross, Alec Baldwin put the ‘A-B-C of Selling’ into folklore, ‘Always Be Closing’. In the movie, Blake (played by Baldwin), an aggressive ‘son of a bitch’ trouble-shooter from head office, is sent to an under-performing real estate office to motivate the sales team. His motivational approach was based on […]
To be successful, salespeople need a healthy dose of both ego and empathy. Ego to pick yourself up after the inevitable falls and move onto the next opportunity believing in yourself. Empathy to take a walk in your clients shoes and understand what real value means to them and how it can be delivered. These […]
In this 3 minute video, Inform partner Wayne Moloney talks with Sales Mastermind John Smibert about the meaning of the word ‘Value’ in the ‘Lean Selling’ model. Wayne explains that ‘value’ is by definition is “anything the customer is willing to pay for”. He goes on to say that it is vital that we need […]
Inform Partner, Wayne Moloney has recently been invited into Sales Masterminds Australia. Wayne, who said he was “pleased and humbled to be invited into this elite group of peers”, recently participated in the Strategic Selling Groups ‘Talking Sales’ series of interviews with the Founder, John Smibert. In this first interview, Wayne introduces us to the […]
To quote Peter Drucker, “Management is about doing things right, Leadership is about doing the right things”. A leader provides direction (short and long range focus) and answers the “What and why?” (a manger answers the ‘how to’). Leaders provide the strategic direction of an organisation (where to play and how to win) and establish […]
Concentration Risk! Not a risk with concentrating so hard your brain hurts, but the risk associated with your business being reliant on too few customers. For many businesses, once they win the first BIG deal there is a feeling of excitement and achievement. You’ve finally got that deal that will deliver the revenue you have […]